Seems writings about the new school and the new “norm” for b2b selling is catching many sales people off guard. The interesting thing is they were all aware that something was going on – yet, just thought it was a by-product of the recession on businesses.
While the recession did contribute to the issue or the speed of implementation, the real issues having been gaining traction for the past decade. And, they will continue to grow in influence and have a negative influence upon the unprepared b2b sales person or their b2b selling company. In fact, I believe Sales Executives who set the strategy and sales processes for their organizations need to place more importance on the changing marketplace.
So, what is going on that is influencing the b2b sales world in a negative way. Why is it harder to meet with decision makers and even identify who the decision makers will be? There seem to be four reasons or factors leading this change in the “norm.”